CHAPTER-1

The topic comparative study and market analysis of acc has been done extensively viewing the market scenario in dhanbad and its market surveying the dealers & retailers and knowing the knowhow of the market.

RESEARCH & METHODOLOGY Research Methodology
Research Method may be understood as all those methods/techniques that are used for conducting a research. Research methods are techniques, thus refer to the methods, researchers use for performing operations. In other words all those methods, which are used by the researcher during the course of studying his research problem, are termed as research method. And either the problem can be solved at the end of the whole process of research or if the solution is not according to the hypothesis then one may go for the main reason.

(a) Research Design:
Research design is a framework or blueprint for conducting the research project. It specifies the details of the procedures necessary for obtaining the information needed to structure and /or solve research problems. It provides guidelines for the research process. Research design is a method of data collection and data analysis. Research design for this project is descriptive in nature, which comes under conclusive research design. Conclusive research design is to assist the decision maker in 1|Page

determining, evaluating and selecting the best course of action to take in a given situation and a descriptive research has its major objective the description of some characteristics.

(b) Sample Design:
Sample is subgroup of the element of the population selected for participation in the study. Sample design is a definite plan of obtaining some items from the whole population. The sample design used in this project is to obtain a fair result so that the project can reach to meaningful conclusions.

Data Research Design Format of Design Type of Questionnaire Sample Size Period of completion Area covered
(i) Sample unit:

Primary and Secondary data Descriptive Research Design Unstructured and Structured Open and Close ended 26 1st june-30th june Dhanbad

Sample units for this project are the employee's of Human Resource department

(ii) Sample size: Sample size refers to the number of elements to be included in the study .The sample size of this research project is (iii) Sample technique: Sampling technique used for this project is Simple Random Sampling. It is a probabilistic sampling technique. Since there was a time constraint and a lot of work 2|Page

pressure on the employee’s, so it was not possible to get the response from all of them for collecting the primary data. (iv) Sample Area: Sampling area used for this project is Dhanbad & its market

(c) Data Collection:
Data collection method is an important step in research design process. Once the researchers have specified the information they require to solve the problem at hand. They precede on to find that information. In this study both internal (Primary Data) and external (Secondary Data) sources has been used for data collection. (i) Sources: Primary Data Primary data is collected through information by circulating questionnaire to the employees of the organization. I have visited the different departments of NTPC-Pakri Barwadih CMP to collect the primary data.The questions were designed in such a way as to elicit maximum information an data. Secondary Data Secondary data has been collected through various books & Journals, magazine, internet, literature survey and HR Surveys Compendium book of the company.

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useful. Mode of Analysis
The methods used to analyze the data are as follows: 1) To study the distributors of cement and their involvement in sales of different brands of cement. research has no focus. FINDING ANSWERS is the end of all research. It is a planned procedure. not a spontaneous one. or purpose. 3) Interpret and analysis of the data and present it in a proper manner. It was a random sampling
C. research is successful when we find answers. It is focused and limited to a specific scope. There are certain things in the research process which are always done in order to get the most accurate results.Sample Size:
Sample size is 26. 4) Uses of Microsoft excel for preparation of graph. Sample Design: This part is done through discussing and analyzing with my project guide and referring to the subject regarding this topic.
A . 2) To find out whether the distributors of cement and to assess the preference of different brands of cement by the distributors. ORGANIZED in that there is a structure or method in going about doing research. B. Data was analyzed by surveying dealers and the competitors of ACC limited. then the answer is of no use. drive. and important questions Without a question.Research is an ORGANIZED and SYSTEMATIC way of FINDING ANSWERS to Q UESTIONS. If there is no question. Research is focused on relevant.
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. Whether it is the answer to a hypothesis or even a simple question. Sometimes the answer is no. QUESTIONS Are central to research. but it is still an answer. It is Systematic Because there is a definite set of procedures and steps which you will follow.

This requires both primary and secondary data.
Objective of the study • To know the market share of Cement product. The fieldwork Involved here are:
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.D. • To know the distribution method adopted by the organization. • To know the financial position of cement factory G. H.Sources of Data Data collection is the collection of necessary detail to gain further Information.P Pal. • To know the marketing techniques adopted by the cement factory to increase the sale. Manager – Logistics ACC Limited and
Mr.)Secondary Data: Mr. a. • To know about the stock position of cement and its competitors at different outlets. Field Work: Fieldwork is done for the purpose of collection of data. helped me in secondary data collection. • To know the per day sale of cement and its competitors.. Aditya mishra Officer (marketing) in ACC Limited. THE TITLE OF THE STUDY The title of the study is “A Project Report on A Comparative Study and Market Analysis of ACC Ltd. P.

Dealer’s Classification: A) ACC (Exclusive. Type of Outlet: Cement / Non-cement CEMENT60% NON-CEMENT40%
Analysis and interpretation It shows 60% of the dealers of the company are deals with cement outlet and40% of the dealers using Non-cement outlet. • For getting proper guidance for the project. Q 2. often discussion with the guide
ANALYSIS AND INTERPRETATION
Q 1.) B) Non-ACC (Exclusive) C) acc (mB) d) acc non (Mb) e) sub dealer (Mb) F) sub dealer non (Mb)
This Graph Shows the Classification of Dealers. 30%Dealers are comes under category of ACC (Exclusive) these dealers deals with only ACC cement and
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.• Regular research together information on the relevant topic and have them compiled according to the project specification.

3. 20% Dealers comes under Non-ACC (MB) and 15% Dealers comes under Non-ACC (MB). after analyzing it is 10% and the Sub-Dealers Mixed Brand is 5.20% Dealers comes under the category of Non-ACC (Exclusive) they deals with other brands except Acc Cement.On the other hand 22% Businessmen continuing their business under 8-10 years and 20% businessmen doing their business Above 10 years
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. these dealers deals with Mixed brand of Acc Cement and they also deals with other brands. Another classification of dealers is Sub-Dealer (Exclusive). 25%Businessmen doing their cement business between 0-3 years and where 33%Businessmen doing their Cement business between 4-7years. How many years you have spent in this cement business Analysis and interpretation This graph shows classification of duration of Dealers in Cement Business.

Indian cement industry is globally competitive because the industry has witnessed healthy trends such as cost control and continuous technology up gradation. but in the initial stage. Government decontrolled the industry fully on 1st March 1989. construction activity. Since indigenous production was not sufficient to meet the entire domestic demand. APPLICATION TO DIFFERENT SECTORS
OVERVIEW: CEMENT INDUSTRY
The cement industry is experiencing a boom on account of the overall growth of the Indian economy. It has also been listed as a priority industry in Schedule III of the Industry Policy Statement making it eligible for automatic approval for foreign investment up to 51 per cent and also for technical collaboration on normal terms of payment of royalty and lump sum know-how fee. HISTORY OF CEMENT
2. It increased from 27 million tonnes in 1980-81 to 62 million tonnes in 1989-90.ABOUT CEMENT
1. The demand for cement. Fitch Ratings. The industry has since been growing at a steady pace. With the Industrial Policy Statement made by the Government in 1991. the cement industry stands de-licensed. Global rating agency. Encouraged by the positive response of the industry to the policy liberalization in the cement industry. Cement Industry originated in India when the first plant commenced production in 1914 in Porbandar. The industry was partially decontrolled in 1982 and this gave impetus to its pace of growth. real estate business. being a derived demand. has commented that cement demand in India is expected to grow at 10% annually in the medium term buoyed by housing.
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. Installed capacity more than doubled during the period 1980-90. Large quantities of cement had to be imported for meeting the deficit. the Government had to control its price and distribution statutorily. infrastructure and corporate capital expenditures. and investment in the infrastructure sector. the growth had been very slow. depends primarily on the industrial activity. RAW MATERIALS DETAILS 3. Gujarat. India is experiencing growth on all these fronts and hence the cement market is flourishing like never before. particularly during the period before Independence.

Non-hydraulic cements (e. lime and gypsum plaster) must be kept dry in order to gain strength. Most famous was Parker's "Roman cement". driven by three main needs:   Hydraulic renders for finishing brick buildings in wet climates Hydraulic mortars for masonry construction of harbour works etc. Many excellent examples of structures made from these concretes are still standing.. a cement is a binder. and it became a common practice to construct prestige buildings from the new industrial bricks.
Modern cement:Modern hydraulic cements began to be developed from the start of the Industrial Revolution (around 1800). nothing like any material used by the
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. The word "cement" traces to the Romans.HISTORY OF CEMENT
In the most general sense of the word. cäment and cement. but the need for a fast set time encouraged the development of new cements. Early uses:It is uncertain where it was first discovered that a combination of hydrated non-hydraulic lime and a pozzolan produces a hydraulic mixture. Hydraulic cements (e. and to finish them with a stucco to imitate stone. cimentum. The most important use of cement is the production of mortar and concrete—the bonding of natural or artificial aggregates to form a strong building material which is durable in the face of normal environmental effects. but concrete made from such mixtures was first used on a large scale by Roman engineers. Hydraulic limes were favored for this. The vast system of Roman aqueducts also made extensive use of hydraulic cement. in fact.  Development of strong concretes. and can bind other materials together. Portland cement) harden because of chemical reactions that occur independently of the admixture's water content.They used both natural pozzolans (trass or pumice) and artificial pozzolans (ground brick or pottery) in these concretes. Cement used in construction is characterized as hydraulic or non-hydraulic. good quality building stone became ever more expensive during a period of rapid growth. a substance which sets and hardens independently. in contact with sea
water.g.This was developed by James Parker in the 1780s.
In Britain particularly. The chemical reaction that results when the dry cement powder is mixed with water produces hydrates that are not water-soluble. and finally patented in 1796. It was. although weak pozzolanic concretes continued to be used as a core fill in stone walls and columns. notably the huge monolithic dome of the Pantheon in Rome and the massive Baths of Caracalla. they can harden even underwater or when constantly exposed to wet weather. The volcanic ash and pulverized brick additives which were added to the burnt lime to obtain a hydraulic binder were later referred to as cementum.g.The use of structural concrete disappeared in medieval Europe. who used the term "opus caementicium" to describe masonry which resembled concrete and was made from crushed rock with burnt lime as binder.

which is responsible for early strength in modern cements. produced what he called "British cement" in a similar manner around the same time. William Aspdin's innovation was counter-intuitive for manufacturers of "artificial cements". Vicat and I C Johnson) have claimed precedence in this invention. and was soon the dominant use for cements. but the product set reasonably slowly and developed strength quickly. This product. Thus Portland cement began its predominant role. James Frost.
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. but recent analysisof both his concrete and raw cement have shown that William Aspdin's product made at Northfleet. produced an "artificial cement" in 1817. because they required more lime in the mix (a problem for his father). but did not obtain a patent until 1822. and.g. but was a "Natural cement" made by burning septaria . He needed a hydraulic mortar that would set and develop some strength in the twelve hour period between successive high tides. burning this.nodules that are found in certain clay deposits. set in 5–15 minutes. Because they were burned at temperatures below 1250 °C. However. the same principle was identified by Louis Vicat in the first decade of the nineteenth century. Hydraulic limes. because the render made from it was in color similar to the prestigious Portland stone. Manufacturing costs were therefore considerably higher.working in Britain. which he called Portland cement. and that contain both clay minerals and calcium carbonate. Smeaton was a civil engineer by profession. and noted that the "hydraulicity" of the lime was directly related to the clay content of the limestone from which it was made. Vicat went on to devise a method of combining chalk and clay into an intimate mixture. "natural" cements and "artificial" cements all rely upon their belite content for strength development. others (e. All the above products could not compete with lime/pozzolan concretes because of fast-setting (giving insufficient time for placement) and low early strengths (requiring a delay of many weeks before formwork could be removed). He performed an exhaustive market research on the available hydraulic limes. The use of concrete in construction grew rapidly from 1850 onwards. The success of "Roman Cement" led other manufacturers to develop rival products by burning artificial mixtures of clay and chalk. Joseph Aspdin patented a similar material. The first cement to consistently contain alite was made by Joseph Aspdin's son William in the early 1840s. John Smeaton made an important contribution to the development of cements when he was planning the construction of the third Eddystone Lighthouse (1755-9) in the English Channel. and Johnson established the importance of sintering the mix in the kiln. Kent was a true alite-based cement. This was what we call today "modern" Portland cement. In 1824. Because of the air of mystery with which William Aspdin surrounded his product.Romans. made into a mortar with sand. they contained no alite. and took the idea no further. Aspdin's methods were "rule-of-thumb": Vicat is responsible for establishing the chemical basis of these cements. The burnt nodules were ground to a fine powder. Apparently unaware of Smeaton's work. thus opening up a market for use in concrete. Belite develops strength slowly. because they required a much higher kiln temperature (and therefore more fuel) and because the resulting clinker was very hard and rapidly wore down the millstones which were the only available grinding technology of the time. visiting their production sites.

and cements containing 5-20% silica fume are occasionally produced.
Portland cement blends:These are often available as inter-ground mixtures from cement manufacturers. They are usually complex proprietary formulations containing Portland clinker and a number of other ingredients that may include limestone. Portland cement may be gray or white. water proofers and coloring agents. but similar formulations are often also mixed from the ground components at the concrete mixing plant.
Portland blast furnace cement contains up to 70% ground granulated blast furnace
slag. this can be an economic alternative to ordinary Portland cement. Used as an economic alternative to Portland sulfateresisting and low-heat cements. air entrainers. thePhilippines) these cements are often the most common form in use. Portland cement is a basic ingredient of concrete.
Portlandpozzolan cement includes fly ash cement. Because fly ash addition allows a lower concrete water content. the most commonly used type of cement (often referred to as OPC). early strength can also be maintained. Where good quality cheap fly ash is available. since fly ash is a pozzolan. Addition of silica fume can yield exceptionally high
strengths. The most common use for Portland cement is in the production of concrete. but also
includes cements made from other natural or artificial pozzolans. In countries where volcanic ashes are available (e.g. can become a structural (load bearing) element.Types of modern cement:-
Portland cement:Cement is made by heating limestone (calcium carbonate). with the rest Portland clinker and a little gypsum. concrete can be cast in almost any shape desired. which is then blended with the other materials that have been included in the mix .
Masonry cements are used for preparing bricklaying mortars and stuccos. in a process known as calcination. Subtle variations of Masonry
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. hydrated lime. or quicklime. mortar and most non-speciality grout. Italy. retarders. As a construction material. while sulfate resistance increases and heat evolution diminishes. but as slag content is increased. The resulting hard substance. and once hardened.
Portlandflyash cement contains up to 30% fly ash. whereby a molecule of carbon dioxide is liberated from the calcium carbonate to form calcium oxide. called 'clinker'. silica fume is more usually added to Portland cement at the concrete mixer. All compositions produce high ultimate strength. so that
ultimate strength is maintained. Concrete is a composite material consisting of aggregate (gravel and sand). early strength is reduced. and must not be
used in concrete. is then ground with a small amount of gypsum into a powder to make 'Ordinary Portland Cement'. Chile. and water.
Portland silica fume cement. with small quantities of other materials (such as clay) to 1450°C in a kiln. The fly ash is pozzolanic. cement. However. Mexico. They are formulated to yield workable mortars that allow rapid and consistent masonry work.

and can be found in Roman structures still standing (e. They are used in expansive cements. pigments are not allowed constituents of Portland cement.e.
15 % gypsum or anhydrite and a little Portland clinker or lime as an activator. e. Mixtures of ground pozzolan and lime are the cements used by
the Romans. Even with intensive grinding they can use up to 50% less energy to fabricate than ordinary Portland cements. or C12A7 in CCN). They exhibit good resistance to aggressive agents. Only granulated slag (i.
Calciumsulfoaluminate
cements are
made
from
clinkers
that
include ye'elimite (Ca4(AlO2)6SO4 or C4A3 in Cement chemist's notation) as a primary phase.
White blended cements may be made using white clinker and white supplementary
materials such as high-purity metakaolin. most economically using lime. CCN) and mayenite Ca12Al14O33 (12 CaO · 7 Al2O3 . They are similar to pozzolan lime cements in their properties. glassy slag) is effective as a cement component. In some standards. in ultra-high early strength cements.
Colored cements are used for decorative purposes.
Expansive cements contain. for furnace linings. These are designed to produce controlled bond with masonry blocks. They produce strength by formation of ettringite.
Supersulfated cements. but their ultimate strength can be very high. the Pantheon in Rome).g.
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. and in "low-energy" cements.cement in the US are Plastic Cements and Stucco Cements. with strength growth similar to a slow Portland cement. ASTM).g.
Non-Portland hydraulic cements:Pozzolan-lime cements. and are designed to offset the effects of drying shrinkage that is normally encountered with hydraulic cements. Such cements can have the same physical characteristics as normal cement but with 50% less cement particularly due to their increased surface area for the chemical reaction. They develop strength slowly. and specialized physical properties (such as expansion or rapid reaction) are obtained by adjustment of the availability of calcium and sulfate ions.g. including sulfate. water-quenched. the addition of
pigments to produce "colored Portland cement" is allowed. Strength forms by hydration to calcium aluminate hydrates. They are welladapted for use in refractory (high-temperature resistant) concretes.
Slag-lime cements. This allows large floor slabs (up to 60 m square) to be prepared without contraction joints. The active ingredients are monocalcium aluminate CaAl2O4 (CaO · Al2O3 or CA in Cement chemist notation.
Calciumaluminatecements are
hydraulic cements made primarily from limestone and bauxite. and colored cements are sold as "blended hydraulic cements". The hydration products that produce strength are essentially the same as those produced by Portland cement. but is
"activated" by addition of alkalis. in addition to Portland clinker. In other standards(e.
Very finely ground cements are made from mixtures of cement with sand or with slag or
other pozzolan type minerals which are extremely finely ground together. expansive clinkers (usually
sulfoaluminate clinkers). Ground granulated blast furnace slag is not hydraulic on its own. Hydration produces ettringite. These contain about 80% ground granulated blast furnace slag.

Energy requirements are lower because of the lower kiln temperatures required for reaction. produced by
burning argillaceous limestones at moderate temperatures. In addition. gypsum. The level of clay components in the limestone (around 30-35 %) is such that large amounts of belite (the low-early strength. such cements have highly variable properties. Geopolymer cements are made from mixtures of water-soluble alkali metal silicates and aluminosilicate mineral powders such as fly ash and metakaolin. SO2 emissions are usually significantly higher. As with any natural material. the lower limestone content and lower fuel consumption leads to a CO2 emission around half that associated with Portland clinker.
RAW MATERIAL DETAILS
As already mentioned Sindri Cement Works is grinding unit. the waste product of iron & steel industries available in wet condition. It is found that addition of BFG slag to a some extent give better quality of cement and on the other hand it is economical. However.
"Natural" cements correspond to certain cements of the pre-Portland era. high-late strength mineral in Portland cement) are formed without the formation of excessive amounts of free lime.Their use as a low-energy alternative to Portland cement has been pioneered in China. and the lower amount of limestone (which must be endothermicallydecarbonated) in the mix.
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. where several million tonnes per year are produced. BFG slag and coal which is required for drying BFG Slag. Cement can be manufacture by grinding clinker along with gypsum which is known as Ordinary Portland Cement (OPC). so the major raw materials are clinker.

shale.
Raw Grinding
In the wet process.0 m to 165. Depending on size. and noise emissions are kept at a minimum.
Raw Material Preparation
Mining of limestone requires the use of drilling and blasting techniques. the same chemical reactions take place. This slurry is pumped to blending tanks and homogenized to insure the chemical composition of the slurry is correct. clay. each raw material is proportioned to meet a desired chemical composition and fed to a rotating ball mill with water. clay. and reacting the calcium oxide with the minor materials (sand. Process temperatures can reach as high as 1450oC during the clinker making process. The raw materials are ground to a size where the majority of the materials are less than 75 microns.0 m in length. Materials exiting the mill are called "slurry" and have flowability characteristics. is usually mined on site while the other minor materials may be mined either on site or in nearby quarries. each raw material is proportioned to meet a desired chemical composition and fed to either a rotating ball mill or vertical roller mill.5 meters in diameter to small particles less than a few millimeters in diameter. The blasting techniques use the latest technology to insure vibration. Blasting produces materials in a wide range of sizes from approximately 1. calcining the limestone to produce free calcium oxide. The rotary kiln is made of steel and lined with special refractory materials to protect it from the high process temperatures.0 m to 5. The dry materials exiting either type of mill are called "kiln feed". In the dry process. the slurry is fed to a rotary kiln. dust. Through a series of crushers and screens. and iron). clay. the minor materials (sand. sand. the slurry is stored in tanks until required. and iron ore) may or may not be crushed before being stored in separate areas until required. The raw materials are dried with waste process gases and ground to a size where the majority of the materials are less than 75 microns. In the wet process. limestone. The use of by-product materials to replace natural raw materials is a key element in achieving sustainable development. Another source of raw materials is industrial by-products. Material is loaded at the blasting face into trucks for transportation to the crushing plant. shale.
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. nodular product known as "clinker" which has the desired hydraulic properties. the limestone is reduced to a size less than 100 mm and stored until required. which can be from 3.
Pyroprocessing
Whether the process is wet or dry.0 m in diameter and from 120. This results in a final black.The main raw materials used in the cement manufacturing process are limestone. The main material. Basic chemical reactions are: evaporating all moisture. Following the homogenization process. and iron ore. shale. The kiln feed is pneumatically blended to insure the chemical composition of the kiln feed is well homogenized and then stored in silos until required.

Cement can also be packaged with or without color addition and distributed by truck or rail. gypsum. or water depending on the customer's needs. The preheater tower and rotary kiln are made of steel and lined with special refractory materials to protect it from the high process temperatures. Material from the preheater tower is discharged to a rotary kiln with can have the same diameter as a wet process kiln but the length is much shorter at approximately 45. and the amount of process additions added are all varied to develop a desired performance in each of the final cement products. ACC Ltd. Regardless of the process. and other process additions are ground together in ball mills to form the final cement products.
ACC CEMENT PLANTS IN INDIA
Name of the Company ACC Ltd. kiln feed is fed to a preheater tower. The clinker cooler recovers heat from the clinker and returns the heat to the pyroprocessing system thus reducing fuel consumption and improving energy efficiency. The rotary kiln discharges the red-hot clinker under the intense flame into a clinker cooler. (G) ACC Ltd.0 meters. Fineness of the final products. the rotary kiln is fired with an intense flame. oil. Preheater towers can be equipped with firing as well. gas or waste fuels. which can be as high as 150. ACC Ltd.In the dry process. nodular clinker is stored on site in silos or clinker domes until needed for cement production. rail. Location Gagal Tikaria Lakheri Kymore Chaibasa State Himachal Pradesh Uttar Pradesh Rajasthan Madhya Pradesh Jharkhand Process Used Dry Grinding Unit Dry Dry Chaibasa
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. Bulk cement can be distributed in bulk by truck. Clinker leaving the clinker cooler is at a temperature conducive to being handled on standard conveying equipment. coke. amount of gypsum added.0 m. ACC Ltd.Each cement product is stored in an individual bulk silo until needed by the customer.
Finish Grinding and Distribution
The black. produced by burning coal. Clinker.

New ACC Ltd. After the liberalization measures and globalization of Indian economy. . ACC Ltd. ACC Ltd.ACC Ltd. ACC Ltd.
Sindri Jamul Chanda Wadi Wadi Macherial Madukkarai
Jharkhand Chhattisgarh Maharashtra Karnataka Karnataka Andhra Pradesh Tamil Nadu
Grinding Unit Dry and Semi-Dry Dry Dry Dry Grinding Unit Semi-Dry
Indian cement industry has thus been one of the pioneering industries in introducing policy reforms. India has also started exporting large quantities of cement and clinker. the cement industry has been growing rapidly at an average rate of 8 per cent except for a short period in 1991-92 when the industry faced demand recession.
MODE OF TRANSPORT OF RAW MATERIALS
The method of procurement of various inputs and the mode of transportation is shown here below in the following table:Type of inputs Mode of Transport
Method of procurement
Sources
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. The country is now the second largest producer of cement in the world. ACC Ltd. ACC Ltd.

and other machinery parts are stored. WINNER. bearing. The factory also emphasizes on the safety of its workers.
Certification of all three Management Systems viz. IInd ranking in TPM competition for the year 2008. The company has successfully installed Environmental Management System and got the certification of ISO 14001 in July 2002. is to ensure and attain a target to achieve zero accident. The factory has built some safety rules and all the workers should abide those rules. The company has installed Wastewater Treatment Plant to treat the water coming out of our plant and the colony. Rain Water Harvesting projects in plant and colony areas to conserve the water and taken afforestation projects in the same area to make the environment better.
There is some achievements for plant:
     WINNER . 2004 & 2005. energy. The company has also installed three nos. The workers are also provided with safety equipment by the factory which is called as PPE(personal protective equipment) • • There is a workshop where most of the repairing jobs of the parts of the machines in the factory. Industrial Safety is an essential and integral part of every operation at ACC. It follows the British Safety Council’s 5-Star rating system for auditing. bolts. WINNER. nuts.Environment & Safety:The ACC is committed to the protection and betterment of the environment by Prevention of Pollution (emanating from all known sources of our process) and continual improvement in its environment performance by regular review of objectives and targets. v-belts. minimize and reutilize waste generation.National Safety Award of Govt. WINNER – 9th Greentech silver award in cement sector in 2008 for environment excellence. There is a store where lubricants.“Best Team Work” award in “Team East” in Apr’08 & June’08.“Best Grinding unit” for the year 2008 in ACC. and natural resources. of India for three consecutive years 2003. The policy is communicated to all our employees and the same is being made available to public on request. The ACC is also committed to conserve water. The ACC Sindri Cement Work has a tremendous record in the field of safety and it has received the prestigious National Safety Award for year 2003. Objective of the Safety dept.
   IS/ISO 9001:2000 (since year 1999) IS/ISO 14001:2004 (since year 2002) IS: 18001:2000 (since year 2006)
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.

So we have to store clinker in open area and its strength is deteriorating specially in the rainy season or winter season.e SAIL Bokaro is reducing and likely to be reduced further. 100 % dependency on DVC power Availability of Slag from cost economic sources i. Provision of bulk cement loading in packing plant for new RMX.
 
OPPORTUNITY AND THREAT
OPPORTUNITY   The future growth rate in Bihar and Jharkhand is estimated very high and will lead to high cement demand hence we may expand our capacity. Bokaro at Bokaro in year 201
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.  Very high Brand image and acceptability of Cement in the market.STRENGTH AND WEAKNESS OF THE PLANT
STRENGTH  Availability of Railway Wagons for dispatch of Cement . which is already in place.
THREAT  The Rail track from Railways serving station is passing through FCI premises  Lack of skilled and trained man power Entry of new competitors is there in near future and they have come up with a plant at Mezia (Lafarge) & another plant is coming up of JP Group as Joint Venture with SAIL.  The market consumption place is near to Sindri hence logistics is not a problem WEAKNESS  Covered clinker storage capacity is only 20000 MT.

MILE STONES
ABOUT ACC LTD. Since its inception in 1936. ACC's operations are spread throughout the country with 14 modern cement factories. the company has been a trendsetter and important benchmark for the cement industry in respect of its production. It is the only cement company that figures in the list of Consumer Super Brands of India. in-house research and technology backup facility . ACC has made significant contributions to the nation building process by way of quality products.the only one of its kind in the Indian cement industry.
ACC (ACC Limited) is India's foremost manufacturer of cement and concrete. Its commitment to environment-friendliness. marketing and personnel management processes. ACC has been a pioneer in the manufacture of cement and concrete and a trendsetter in many areas of cement and concrete technology including improvements in raw material utilization. 19 sales offices. The company's various businesses are supported by a powerful. its high ethical standards in business dealings and its on-going efforts in community welfare programs have won it acclaim as a responsible corporate citizen. In the 70 years of its existence. This ensures
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. product development and specialized consultancy services. energy conservation and development of high performance concretes.CHAPTER 3
COMPANY PROFILE
1. 19 Ready mix concrete plants.STRATEGY 5.000 dealers.VISION & MISSION
4.HERITAGE-A CORPORATE SAGA
3. services and sharing its expertise. and several zonal offices. process improvement.ABOUT ACC LIMITED 2. ACC’s brand name is synonymous with cement and enjoys a high level of equity in the Indian market. ACC's research and development facility has a unique track record of innovative research. It has a workforce of about 9000 persons and a countrywide distribution network of over 9.

ACC is among the first companies in India to include commitment to environmental protection as one of its corporate objectives. it is one of the biggest customers of the Indian Railways. long before pollution control laws came into existence. processes. and it is also one of the principal users of coal. where it has provided technical and managerial consultancy to a variety of consumers. raw mills. and the foremost user of the road transport network services for inward and outward movement of materials and products. being the largest user of limestone. and South America. ACC has rich experience in mining. The company installed pollution control equipment and high efficiency sophisticated electrostatic precipitators for cement kilns. As the largest cement producer in India.not just consistency in product quality but also continuous improvements in products. coal mills. Africa. power
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. and also helps in the operation and maintenance of cement plants abroad.ACC has also extended its services overseas to the Middle East. and application areas.

F. Every factory has state-of-the art pollution control equipment and devices. died in January 1936.
HERITAGE-A CORPORATE SAGA
ACC was formed in 1936 when ten existing cement companies came together under one umbrella in a historic merger . commerce and business. just months before his dream could be realized. Killick Nixon and F E Dinshaw groups. Their efforts to face competition for survival in a small but aggressive market mingled with the stirring of a country's nationalist pride that touched all walks of life .plants and coolers as far back as 1966. The first success came in a move towards cooperation in the country's young cement industry and culminated in the historic merger of ten companies to form a cement giant. Sadly. These companies belonged to four prominent business groups .including trade. Dinshaw – the founder of ACC
23 | P a g e
. F E Dinshaw.E. 1936.Tatas. Khataus. The history of ACC spans a wide canvas beginning with the lonely struggle of its pioneer F E Dinshaw and other Indian entrepreneurs like him who founded the Indian cement industry. ACC was formally established on August 1. the man recognized as the founder of ACC. ACC demonstrates the practices of being a good corporate citizen undertaking a wide range of activities to improve the living conditions of the under-privileged classes living near its factories.the country's first notable merger at a time when the term mergers and acquisitions was not even coined.

They come from all parts of the country and belong TO A variety of ethnic. The Associated Cement Companies Limited. This group is responsible for determining the objectives and broad policies of the Company . the formation of ACC represents a quest for the synergy of good business practices. values and shared objectives. Because of such a cosmopolitan make-up. itself indicated the company's origins from a merger. non-executive. there are senior executives and other regional managers . in addition to the Managing Director and the two executive directors. The Board meets once a month. some stockbrokers in the country's leading stock exchanges continued to refer to this company simply as 'The Merger'. there has been a streamlining of the senior management structure that is more responsive to the needs of the Company's prime business. Two other small groups of directors .comprising Shareholders'/Investors' Grievance Committee and Audit Committee of the Board of Directors also meet once a month on matters pertaining to the finance and share disciplines. While these groups form the core management team that frames and guides corporate policy. the presidents representing multifarious disciplines: finance.
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.ACC stands out as the most unique and successful merger in Indian business history. who comprise experts in various disciplines assisted by a dedicated workforce of skilled persons. cultural and religious backgrounds. These include executive. In a sense. The use of the plural in ACC's original name. engineering and human resources – meets once a week. Many years later. ACC can rightly be said to embrace within its fold a family that forms a 'mini-India'. A Managing Committee comprising. and nominee directors.000 people. Besides these bodies. ACC is proud of its manpower strength of about 9. in which the distinct identities of the constituent companies were melded into a new cohesive organization .one that has survived and retained its position of leadership in industry.
The ACC Board comprises of 13 persons.consistent with the primary objective of enhancing long-term shareholder value. Quite a number of them have logged many years of service with the organization.based at the Company's corporate office and at its marketing offices and manufacturing units -who contribute to the development and operation of the various functions. marketing. research and consultancy. During the last decade. production.

which at the time held 13. Holcim is also a respected name in information technology and research and development. the broad of ACC has welcomed this new association. (ACIL). In the 70 years of its existence.8% of total equity shares in ACC. The group has its headquarters in Switzerland with worldwide operations spread across more than 70 countries. The Tata group sold all 14.45% of its shareholdings in ACC in three stages to subsidiary companies of Gujarat Ambuja Cements Ltd. In January 2005. ACIL has filed declarations indicating their shareholding and declaring itself as a promoter of ACC. through Holdcem Cement Pvt.69% of Equity share capital of ACC. a company reputed for its brand image and cost leadership in the cement industry.
HOLCIM – A NEW PARTNERSHIP
A new association was forged between ACC and The Holcim group of Switzerland in 2005. Ltd. (GACL). ACC has been a pioneer in the manufacture of cement and concrete and a trendsetter in many areas of cement and concrete technology including improvements in raw material utilization. An open offer was made by Holdcem Cement Pvt. process improvement.A STRATEGIC ALLIANCE
The house of Tata was intimately associated with the heritage and history of ACC. following which the shareholding of ACIL increased to 34.
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. and ACIL. Ltd. Consequently . Holcim simultaneously announced its bid to make an open offer to ACC shareholders.
Holcim is the world leader in cement as well as being large supplier of concrete. Considering the formidable global presence of Holcim and its excellent reputation. right from its formation in 1936 up to 2000. who are now the largest single shareholder in ACC. along with ACIL. energy conservation and development of high performance concretes. Holcim announced its plans to enter into long – term alliances with Ambuja Group by acquiring a majority stake in Ambuja Cements India Ltd. aggregates and certain construction related services. This enabled ACC to enter into a strategic alliance with GACL. to acquire a majority shareholding in ACC.

a graceful edifice that still stands out in its neighbourhood.
ACC’s registered office was first located at Esplanade House in South Mumbai.
ABOUT ACC (SINDRI CEMENT WORKS)
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. Queen’s Road. The head office then shifted to its own premises in Cement House shown here. An all-India competition in 1938 had invited leading architects of the time to send in their designs of which this elegant design made by Ballardie Thompson & Mathews was chosen as the winning entry.ACC’s Head Office . Work on its construction began in 1939 and was completed during the War period. The building was occupied by the Royal Air Force and vacated only in 1946. Churchgate. Mumbai. The address of this stately building was then Number 1. 121 MaharshiKarve Road.Cement House.

The first of its kind in India. BCCI is situated strategically on the outskirts of Mumbai. two ball mills and one raw mill. CaCO3 which was used for producing clinker an intermediate product to cement. Khatau.which wasinaugurated on 21st December 1955 by Mr. The plant receives cement in bulk from ACC plants at Wadi. SCW is currently receiving clinker from there sister units. Dhanbad (Jharkhand). gypsum and slag to produce Portland Slag Cement (here in referred as PSC). SCW undertook expansion by establishing a vertical roller mill (VRM) for grinding of slag. Thereafter SCW is only engaged in process of grinding clinker. and two different intermediate products are separately stored in two intermediate hopper. The four ball mills were used for grinding of clinker and gypsum and on the other hand Vertical Roller Mill (VRM) was installed for separate grinding of Slag. Jamul. At packing house cement is packed by 12 spout electronic roto-packer and loaded in wagons / trucks by mechanical loader. Barghar and Kymore on stock transfer basis. just offthe new Mumbai-Pune Expressway.Sindri Cements Works. The plant has its own special purpose railway wagons and rakes and its own railway siding. a fleet of specialized trucks and site silos for the convenience of customers and is capable of offering loose cement in bulk-tanker vehicles as well as packed cement in bags of varying sizes from 1 tonne down to 25 kg bags. The process has been changed from inter grinding to separate grinding.000 tons each. With the closure of FCI (Fertilizer Corporation of India) the clinker production was badly affected. in Navi Mumbai (formerly New Bombay). the production of clinker was stopped. Plant started with two kilns. CaCO3 sludge was used as raw material for producing clinker which was waste product of Fertilizer Corporation of India. It has two cement storage silos with a capacity of 5. SCW tried to continue the production of clinker by purchasing the limestone. After that the said two intermediate products are mixed together for manufacture of Portland Slag Cement in controlled manner in blender and sent to Packing House cement silos for packing. including a laboratory.In 1996. a unit of the ACC limited situated at Sindri. this company caters to bulk cement requirements of the city of Mumbai and its environs. BCCI is equipped with all the facilities required by increasingly sophisticated construction sites in a bustling metropolis.
SUBSIDIARIES AND ASSOCIATES    Bulk cement corporation (India) Limited (BCCI) ACC Concrete Limited Lucky Minmat
Bulk cement corporation (India) Limited (BCCI): Situated at Kalamboli. It is a landmark structure spread over 30 acres of land. like Chaibasa.
ACC Concrete Limited: 27 | P a g e
. but since there was no limestone quarry nearby.

Today this company is one of the largest manufacturers of Ready Mix Concrete in India with a countrywide network of over 30 plants. and helps supplement limestone supply to the Lakheri Plant. The Ready Mix Concrete business of ACC was reorganized as a separate wholly owned subsidiary which was incorporated as ACC Concrete Limited with headquarters in Mumbai.
ORGANIZATIONAL STRUCTURE OF THE ACC LTD.
Lucky Minmat:
ACC acquired 100 per cent of the equity of Lucky Minmat Private Limited. This company holds limestone mines in the Sikar district of Rajasthan.ACC set up India's first commercial Ready Mix Concrete (RMX) plant in Mumbai in 1994 which together with the promotion of bulk cement has played a key role in redefining the pace and quality of construction activity in our large cities and mega infrastructure projects.
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. with modern equipment and a large fleet of transit mixers.

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.

The performance as a cement industry in the country has prompted everyone to pronounce our worthiness.
“The company wants to capitalize on the synergies seeing the big picture. Success comes through innovation and innovation can happen only to those who are drawn by the unknown and driven by the magnitude of challenge.VISION OF ACC LTD. .
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. The company would visualize a bubbling with vim and vitality for occupying a vantage position in the best cement companies across the globe” At ACC we believe that being a passive onlooker and keep waiting for life to happen something is not the right way to achieve success.

a JV with the Government of India. the largest in India.
1966 1978 1984 1987 1992 1993 2001
AWARDS & ACCOLADES 31 | P a g e
. ACC Sindri uses waste material . Oilwell Cement manufactured at ACC Shahabad for cementation of oil wells up to adepth of 6. Incorporation of Bulk Cement Corporation of India. ACC develops a new binder. Commissioning of the new Wadi plant of 2. Manufacture of Hydrophobic (waterproof) cement at ACC Khalari. working at sub-zero temperature.000 feet. and among the largest sized kilns in the World. ACC achieves a breakthrough in import substitution by developing and supplying a special G type of oil well cement to ONGC.ACHIEVEMENT OF ACC LIMITED
YEAR 1936 1947 1955 1956 1961 1961 1961 1965
Achievements The Associated Cement Companies Limited incorporated on August 1 India's first entirely indigenous cement plant installed at Chaibasa. Introduction of the energy efficient pre-calcination technology for the first time in India. which is successfully used in the Indian expedition to Antarctica. An Ecofriendly cements using an eco-friendly process. Manufacture of Portland Pozzolana Cement using naturally available materials. (a waste by-product from steel) from TISCO used at ACC Chaibasa to manufacture Portland Slag Cement.6 MTPA capacity in Karnataka. Delhi Blast furnace slag. Commercial manufacture of ready-mixed concrete at Mumbai. ACC inducts use of pollution control equipment and high efficiency sophisticated electrostatic precipitators for its cement plants and captive power plants decades before it becomes mandatory to do so.calcium carbonate sludge -from fertilizer factory at Sindri to make cement Bulk Cement Depot established at Okhla.

Decades later. PHD Chamber of Commerce and Industry selected ACC as winner of its Good Corporate Citizen Award for the year 2002.By Indian Bureau Of Mines for extra ordinary efforts in protection of Environment and mineral conservation in the large mechanized mines sector. Tree plantation. there have been many awards and felicitations for achievements in Rural and community development. • Indira Gandhi Memorial National Award . 2007. United Kingdom for excellence in safety performance. Clean mining. Environment awareness and protection Awards &Accolades :• IMC Ramkrishna Bajaj National Quality Award – Gagal wins Commendation Certificate and New Wadi Plant wins Special Award for Performance Excellence in the Manufacturing Sector.for innovative measures for control of pollution. • National Award for outstanding performance in promoting rural and
agricultural development – by ASSOCHAM • Sword of Honour . waste management & conservation of mineral resources in mines and plant. Over the years. Safety. • • Indo German Greentech Environment Excellence Award Golden Peacock Environment Management Special Award . Safety and Environment : Certificate of Merit by Indian Chemical Manufacturers Association
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.by The Federation of Indian Mineral Industries for environment protection measures.by British Safety Council.for outstanding efforts in Environment Management in the large manufacturing sector.by The Ministry of Environment and Forests for "extraordinary work" carried out in the area of afforestation. • Indira PriyadarshiniVrikshamitra Award --. Health.for excellent performance in prevention of pollution and ecological development • Excellence in Management of Health. afforestation. • Drona Trophy. • FICCI Award --.ACC was the first recipient of ASSOCHAM’s first ever National Award for outstanding performance in promoting rural and agricultural development activities in 1976. • Subh Karan Sarawagi Environment Award .

•
National Award for Excellence in Water Management .Certificate of Merit by Council for Fair Business Practices
•
Greentech Safety Gold and Silver Awards .Chhattisgarh ParyavaranPuraskar"2008. Control
•
National Award for Fly Ash Utilisation .for outstanding performance in Safety management systems by Greentech Foundation
•
FIMI National Award .
•
Good Corporate Citizen Award .for manufacture of Portland Pozzolana Cement.
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. Ministry of Environment & Forests and Dept of Science & Technology.by Bombay Chamber of Commerce and Industry for working towards an environmentally sustainable industry while pursuing the objective of creation of a better society.by PHD Chamber of Commerce and Industry Jamnalal Bajaj UchitVyavaharPuraskar .by Ministry of Power. Govt of India .
•
"VanvasiSantGahiraGurujiMaharaj . in the Industrial Category for best efforts in Environment Conservation in ChhattisgarhState .by the Confederation of Indian Industry (CII)
•
Golden Peacock Eco-Innovation Award 2008won by AFR Business for efficient disposal of industrial wastes
•
Best Audit Committee Award 2008 .
-
for
outstanding
work
in
Environmental
Protection and Environment Performance by the Madhya Pradesh Pollution.for valuable contribution in Mining activities from the Federation of Indian Mineral Industry under the Ministry of Coal.ACC Audit Committee has been awarded the Best Audit Committee Award 2008 by the Asian Centre of Corporate Governance & Sustainability and Indian Merchants' Chamber.•
VishwakarmaRashtriyaPuraskar trophy for outstanding performance in safety and mine working
• •
Good Corporate Citizen Award .
•
RajyaSthariyaParyavaranPuraskar Board.

Jamnalal Bajaj UCHIT VYAVAHAR PURASKAR 2008 – in the category Manufacturing Enterprises – Large – for exemplary record of practicing and promoting fair business practices. New Delhi Greentech Environment Excellence Award by Greentech Foundation Good Green Governance Award by Srishti Publications.• • • •
Safety Innovation Award by the Institution of Engineers.
• •
Tikaria wins IMC Ramkrishna Bajaj Certificate of Merit 2008 Gagal wins IMC Ramkrishna Bajaj National Quality Performance Excellence Trophy 2008
•
CNBC-TV18's India Business Leaders Award in the category India Corporate Citizen of the Year 2008
•
Greentech Safety Gold Awards 2009 .
Organizational Background
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. one of the four companies in India. to be Members of the "Sustainable Miners Club" for outstanding contribution to the national goal of sustainable development through excellence in environmental conservation' scientific research and social development in harnessing natural resources. Delhi The Federation of Indian Mineral Industries.for outstanding performance in Safety management systems by Greentech Foundation
Council for Fair Business Practices. (FIMI) New Delhi has selected ACC.

District – Dhanbad. Khatau. was commissioned in year 1955. 10 lakhs tones per annum (LTPA). Jharkhand. There after SCW is only engaged in the process of grinding clinker. This was used for producing clinker an intermediate product to cement. SCW is currently receiving clinker from the sister unit CHAIBASA on stock transfer basis. but since there was no lime stone quarry nearby. Present rated capacity. In respect of incremental production SCW was granted an exemption from payment of sales tax under the Bihar industrial policy. which had high content of lime in it. It has been made to understand that SCW has also undertaken a restructuring and modification activity which has increased the installed capacity to 1 million tonnes per annum. 2000).O ACC Colony. (FCI). ISO 14001 (since July 2002) and ISO 18001 (Since 2007) certified unit. 1955. the production of clinker was stopped.Sindri Cement Works (SCW) is a unit of ACC Limited having its factory at P. 1995. It is an ISO 9001 (since Feb. SCW tried to continue the production of clinker by purchasing lime stone. The commercial production of the expanded capacity commenced on 1st April 1998 with an installed capacity of 10 lakhs tones per annum.
   Manufactures Portland slag cement in the brand name of ACC super. gypsum and slag to produce Portland slag cement. the chairman of ACC on 21st DEC.
Brief introduction ACC – Sindri cement works
 Plant inaugurated by Mr. With the closure of the FCI the clinker production was badly affected.
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. The factory was primarily established for using the waste product of the Fertilizer Corporation of India Ltd. In 1996 SCW undertook expansion by establishing Vertical Rolling Mill (VRM) and mechanizing the packing cement and loading system.

The minimum economic size of a cement plant is 1 million tonnes. in terms of the number of units and the dominance of large players. Units concentrated near raw material sources or markets 2. The share of cement plants with capacities of less than 3 million tonnes has declined over the past 6 years from 48 per cent in 1997. Andhra Pradesh. The first cement unit was set up at Porbandar in 1914 with a capacity of 1. 24-25 billion in value terms and 114 million tonnes by volume. as cement units are concentrated in clusters. close to the limestone deposits. INTRODUCTION:Cement production commenced in India as early as 1914. The domestic cement industry is highly fragmented. Concentration.
PRODUCTS DISTRIBUTION PROCESS OF ACC Ltd. (The capacity of the industry is taken as the sum of the installed capacity of all the players in the industry. with over 50 cement players and more than 120 manufacturing plants. the industry is highly regionalized. Cement sector is characterized by the following: 1. Tamil Nadu and Maharashtra. However. to 28 per cent in 2003. the installed capacity of the industry increased at a CAGR of around 7. concentration has improved over the past 6 years with the top six players accounting for 52 per cent of the total cement capacity in 2003 up from 33 per cent in 1997.4 mtpa. Rajasthan. Competition is also regionalized since the low-value of the commodity makes transportation over long distances uneconomical.5 per cent to 146. Karnataka. This apart. High freight costs 4.) The seven states: Madhya Pradesh. During 1999-2000 to 2003-04. is moderate. Power intensive 3. Small value chain
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.000 tonnes per annum. account for around 74 per cent of the total domestic capacity. Gujarat. The cement industry in India is estimated at Rs.CHAPTER-4
Product Distribution Process of ACC Ltd.

co ordinate and monitor the timely dispatch of said orders. Mechanics of Distribution Channels of Sector Companies invariably hire c & f agents or transport cements to own or government warehouses either via roadway or railways. Regional variation and volatility in prices and margins 6. the per capita cement consumption of cement has increased in most states. The per capita consumption of cement in India is very low. except Chandigarh. cement reaches the nearest port via roadways or railways and is then transferred to the importing country. Apart. Over the past decade. a relatively underdeveloped continent. In case of exports. transportation of goods and final delivery. as compared with the developed economies and the overall world average per capita cement consumption. The per capita consumption of cement in India is even less than that in Africa. There may or may not be physical ownership of goods. Seasonality of demand and cyclicality of the industry
However the future of Cement Sector is as follows:
• • • • • •
Steady price growth over the next 2-3 years Housing and government infrastructure spending to translate into an 8 per cent CAGR in demand Greenfield/Brownfield capacity additions of around 35 million tonnes will be required to match the robust demand growth Blending to contribute around 10 million tonnes of capacity Operating rates to touch 88 per cent by 2006-07 Production costs to increase moderately Consumer Demographics & Buying Patterns of Indian Consumers. Distributor network in cement industry is highly dominating and companies are compelled to hire as they do not really have that rapport and touch with the end consumer of their product. from this. where it has declined by 7 %. In the second case.
Domestically. dealers and sub dealers take order from buyers and place it to the companies.5. Regional distribution of demand 8. the distributors have storage facilities as well which help control well in the entire supply chain as they are the ones who bring orders and therefore are directly responsible for the business that a manufacturer
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. from c & f agents or warehouses the cement is transported to the dealers/distributors and in turn to sub dealers who finally sell it to the end users. High debt levels 7.

Tuticorin. This report contains detailed analysis of renowned Cement companies and distributors. road.000 km is electrified. and air transport etc.
Air travel is fastest means to reach in any part of the world. Cochin. ACC and Grasim having set up their bulk terminals.
The total length of road in India is over 30 lakh kms including both metalled and unmettaled roads. about 90% of sea borne trade is handled via major ports of kandla.would do. Vishakapatanam. Haldia.
A well-knit and coordinated system of transport plays an important role in the sustainable economic growth of a country. It is then transported either by rail or road. Domestic air services is looked after by Indian airlines and private airlines while the international airports services is looked by Air India. Industry dynamics in Cement Industry do not favor entry of MNCs into the Indian market.
Cement is mostly packed in paper bags now. Today. India has one of the largest road network in the world. India has a well-developed transport network comprising rail. the scenario is changing with most of the big players like L&T. Under this scenario. Marmagao.
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. Road transportation beyond 200 kms is not economical therefore about 55% cement is being moved by the railways. Parawadip.000 km and of this 13. Kolkata and Delhi are the four major international air ports of India. However. Nhavasheva. Mumbai. There is also the problem of inadequate availability of wagons especially on western railways and southeastern railways. Goa and Kolkata. manufacturers are looking for sea routes. In terms of road length. The national highways account for less than 2% of the total road network but carry 40% of the movement of goods and passengers. Chennai.
India has a long costal line. 70% of the cement movement worldwide is by sea compared to 1% in India. this being not only cheap but also reducing the losses in transit. Mumbai.
The total rail route length is about 63. coastal shipping. The railways carry over 11 million passengers and 11 lakh tones of goods every day. Chenni.

In one month these transporterstransport 23. then marketing officers Mail the final list to transporters for delivery of cement through road network.
According to these clusters marketing officers are taking orders from dealers for delivery of cement through transporters.TRANSPORTERS OF ACC
The distribution network of ACC cement is very good and well equipped.
These transporters are getting orders from C&F office Dhanbad. For this the complete Dhanbad is divided into six different clusters are listed below:
1) 2) 3) 4) 5) 6)
Sindri Cluster. Krishna Road Ways (KRW). Marketing officers by visiting dealer’s outlets. Bajrang Transport Company (BTC). Marketing officers of ACC are taking orders directly from Dealers of ACC through:
1) 2) 3) 4)
E-mails.
1.
DIVISION OF CLUSTER IN AN AROUND DHANBAD After taking orders from Dealers C&F prepares a final list of dealers to dispatch to cement t dealers counter. in cement plant of ACC there is C&F (Carry and forward) office near by the manufacturing plant. Agents appointed by dealers and.
Associated Road Ways (ARW). For Sindri cement works. Jharia Cluster. After taking orders from C&F office transporters make the list of
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.000 tons on monthly basis. 3. there is C&F office in SriRamPlaza. Govindpur Cluster. C&F have appointed three transporters in Sindri Cement works. Gomo (Topchachi) Cluster and. Dhanbad. 2. Telephone. Nirsa (Chiraguda) Cluster. Dhanbad Cluster.

Then the cement is delivered to dealers through road network along with consignment paper given by transporters to truck drivers. After delivery of cement dealers make payment to trucks drivers along with receiving paper from dealers.trucks for loding cement for different destinations.
DISTRIBUTION SYSTEM OF CEMENT INDUSTRY
By Rail By Road
CEMENT PLANT
By Rail By Road
CONSIGNMENT AGENT
C&F (Distributors)
END USERS
(Large Buyers)
DEALERS
RETAILERS
END USER
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.

Cement plant:In cement plant production of cement take place in Sindri cement works Portland Slag Cement (PSC) is produced intergrinding high quality. After production cements are sent to its destination through rail and road network. Consignment agents:Consignment agents are the agents appointed by the cement manufacturer to sell the cement in those areas where industry is not having distributors(C&F) for distribution of cements in that area. ACC cement is not using consignment agents for availability of cement in those areas, but OCL-Konarksell its cement to its consignment agents for providing availability of cement in local market. Consignment agents are buying directly from industry for supply of cement in local market. In these places consignment agents are using a small chain of its own dealers or retailers for selling of cement. End user:End Users or large buyers like Contractors, Builders and industries etc. are buying cements directly from manufacturing industry through rail or road network. C& F (carry & forward):C & F office is also called as distributors of cement and C&F is appointed by manufacturing industry for taking orders from dealers and order processing. After taking orders from Dealers C&F prepares a final list of dealers to dispatch to cement to dealers counter, then marketing officers Mail the final list to transporters for delivery of cement through road network. For this the complete Dhanbad is divided into six different clusters. According to these clusters marketing officers are taking orders from dealers for delivery of cement through transporters. After taking orders from C&F office transporters make the list of trucks for loding cement for different destinations. Then the cement is delivered to dealers through road network along with consignment paper given by transporters to truck drivers. After delivery of cement dealers make payment to truck drivers along with receiving paper from dealers. Dealers:Dealers in Sindri cement work is appointed by C&F for selling of cement in different areas, in a particular area ACC is not appointing more than one dealer. Dealers are placing orders to C&F office for cement in their counter. And C&F officers are visit to dealers for taking feedback relating to cement availability, prices, competition from competitors, demand of cement in particular area, demand of display articles, relation between transporters and dealers and asking about delay in payment and directing dealers to increase in sales through appointing more sub dealers. Retailers:

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Retailers are the seller of cement to end user, they are taking cements from dealers for sale. Retailers are not having direct contact with the C&F, they are giving orders to dealers as per the requirement and dealers are supplying cements to retailers.

SELLING PROCESS:-

PURCHASE ORDER

SALES ORDER

PURCHASE PLANNING

PRODUCTION

QUALITY ASSURANCE

SALES

TRANSPORTATION

FINAL BILL

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CHANNEL OBJECTIVES: • • • • • • • • Making smooth availability of product to the target market. Achievement of the best possible coverage of the target market. Ensuring that the consumer incurs the minimum extenuation in procuring the product. Safe in quality & accuracy in quantity. Quick services. Ensuring that the firm is able to carry on with its manufacturing activities, confident that the channel will take care of the distribution job. Ensuring that the distribution is cost effective. The primary objective of channel of the distribution is to bridge the gap by resolving spatial (geographical distance) and temporal (relating to time) discrepancies as to supply and demand.

ROLE OF CHANNEL MEMBERS: • Channel members are not play only the role of sales the products to the customers but also play the role as they promote the products, gathering the customer interest, complaints, suggestion, and information to the organizations – they are work as the co-ordination between the targeted customers & manufactures. • Members of the marketing channel perform many key functions as follows:  Gathering & distributing marketing research and intelligence information about actors & forces in the marketing environment.  Helpful in making marketing strategy.  Developing & spreading the promotional offer of company and promote the sales activity.  Easily make a sales contact with the customers.  Intermediaries are taking the title to goods, so they invest the fund.  Through the intermediaries, manufactures are made physical distribution of goods.  Intermediaries are taking various type of risks, in the term of storing, dispatching etc.

CONTRIBUTION OF CHANNEL:

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e-mail. Manufacture or sellers are advertise their product through the various method of advertising & make awareness about the products. 1. Generally two methods of distribution are in the practices.     
Make available on time.
VARIOUS TYPES OF CHANNEL LEVELS: While a marketers wants to sell or marketing about the products or services. then contact to the needful customers through their salesmen. INDIRECT MARKETING CHANNEL DIRECT MARKETING CHANNEL: DMC is a marketing channel that has no intermediary levels. Flow of money consumers to manufacture. internet. Helpful in product design & developments.
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. In the process of distribution of products. DIRECT MARKETING CHANNEL 2. requirement of design a distribution channel to make product & services available to customers in different ways. Manufactures or sellers are appointed various type of marketing intermediaries in the context of nature of the products & segmentation of markets. each layer of marketing intermediaries are performs some work in bringing the product and its ownership closer to the final buyer is a channel level.
MANUFACTURING
CONSUMER
INDIRECT MARKETING CHANNEL: IMC is a channel containing one or more intermediary levels. telephone or by post. Reduce the cost of distribution Save the distribution time. Flow of feedback from consumer.

ON THE BASIS OF GEOGRAPHICAL AREA 6. ACC’s market may be segmented in the following manner. As a strategy therefore. Their distribution system therefore. (A) MARKET SEGMENTATION BASED ON THE PRODUCT GROUP:-
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.MARKET STRUCTURE
The market for Cement in India is very widespread • • Geographically By diversified of end user
Further.
1-ON THE BASIS OF PRODUCT GROUP 2. Hence there is large potential for introducing the new uses and the increasing the consumption.ON THE BASIS OF CONSUMPTIONS 4. ACC manufacture the products with very specification as desired by the various customers. ACC decided to cater to as many consumers as possible. is designed to the object.ON THE BASIS OF PRIORITY 5. there are a large number of small and medium consumers and a select a few large consumers.ON THE BASIS OF DEMAND PATTERN 3.CHAPTER-5
MARKET SEGMENTATION OF ACC Ltd.

43 Grade OPC . PSU’s like Railways. whose demand is comparatively low and not so consistence.
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. Some of the bulk customers are Dealers & Distributors. Their orders are processed in the normal course of working. (C) MARKET SEGMENTATION BASED ON THE PRIORTY:On the basis of priority given to various orders ACC market may be segmented in the following manner:  ROUTINE CUSTOMERS
Routine customers are those customers. who are regularly sourcing the company. ACC’s market may be segmented in the following manner: Ordinary Portland Cements o o OPC .53 Grade
 Blended Cements o o Fly – ash based Portland Pozzolana cement(PPC) Portland slag cement(PSC)
 Bulk Cement  Ready Mix Concrete
(B) MARKET SEGMENTATION BASED ON THE DEMAND PATTERN:Based on size & frequency of order. Sub-dealers etc. whose demand is very high and consistence. ACC’s market may be segmented as follows: BULK CUSTOMERS
Bulk customers are those customers. Government projects etc. construction firms.  SMALL & MIDIUM
Small & medium customers may be bracketed as those customers. some of the small customers of ACC areRetailers.On the basis of product groups.



SPECIAL CUSTOMERS

Special customers are those customers, whose orders are for products under developments. Since their demand is usually urgent in nature they are given priority under routine customers. Examples: Government organization like Defence, Establishment etc. continues this category. (D)MARKET SEGMENTATION BASED ON CONSUMPTION SECTOR:Uses of cement are everywhere. It is not easy to categorize in some particular heads. However, we categorize in the following major sectors.     Real estate Govt. Projects Building & constructions Other

(E) MARKET SEGMENTATION BASED ON GEOGRAPHICAL AREAS:Cement consumers are spread all over the country. Different area has different type of consumers, who use cement of different quality and of different quantity. Here, segment the market in geographical areas based on consumption or demand pattern.

CEMENT

OPC

PSC

PPC

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Mostly used in Coastal Areas and in Govt. sectors

It is a all purpose cement commonly used in housing.

Mostly used in Hilly Areas

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LIMITATIONS OF THE STUDY

1. Time Constraints: There was limited time each day and lots of task to be performed
(i.e. to prepare various reports on Excel and to spend lot of time in the market). 60 days were not sufficient enough to study the market complexity and to formulate strategy. Though, I tried my best to complete assigned work effectively. 2. There were many Issues/problems between dealers and distributor which I had to sort out before implementing Model market which resulted in wastage of time. 3. There was lot of intervention from company personnel during formulation and implementation of the strategy. 4. Budgetary Constraints were there. 5. Strategy was formulated on the basis of assumption that during the course of implementation all the other factors which affect the Sales (in volumes) remain constant. 6. Due to heavy engagement of the top management people and other personnel, much other information could not be collected within the limited span of time. 7. To maintain secrecy, the company people do not provide various types of information, such as actual sales to various customers, zone wise sales, depot setup cost, depot handling cost etc. 8. Their recommendations are the outcome of an analysis made individually. 9. Another analysis may arrive at certain other recommendations after using same data. 10. There were transportation problems out sides of the campus.

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3. 2. Bridges. ACC is increasingly focusing on export of its products in the countries where high quality cement is in demand. The market share of ACC Cement is higher than the other cements in Eastern India in the state of Bihar & Jharkhand. Fly-over.000 retailers. 7. Buildings etc. ACC Cement is having 14 cement plants in India.000 Dealers and 50. Gifts and quantity discount are main part of sales promotion. 5.Nature Calamity       Employee’s health problems Customer Denied Volumetric Problems Delay Packaging Changes in Market Scenario Dependency on other Departments
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. 12. Findings at Warehouse:  Minor Problems. these retailers are called as multi brand dealers. due to this ACC cement provides better customer services. finally resulting high turnover. Availability of ACC Cement in the market was at the large scale. Implementation of TPM has lead to efficient handling of machines by human resources. The visibility of the ACC Cement is more attractive because of its promotional tools and schemes.FINDINGS
1. Scheduled maintenance and minimum wastage of the raw materials and finished products due to implementation of TPM (Technical process management). 9. 13. ACC has an efficient production department. 8. 6. In some cases cements of ACC and Lafarge are placed together in same counter by the retailers. 4. ACC is leading producer of cement in India and the distribution the distribution network of ACC is well equipped as ACC is having network of 9. 10. 11. which produces high quality cement on the basis of customer demand. ACC Produces a large variety of cement which are used for different purpose in areas such as construction like Roads.

the competitors will get the opportunities to supply the goods.
•
Salesmen should have good interaction with dealers.
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. which can stimulate maximum number of customers. Regular visit of sales force is required to solve the problem of dealers in the market at the right time.
• •
The company has to take serious step for changing its packaging style as many local companies are imitating the same and confusing the customers.
•
The entire ACC product should be displayed at one place so that the customer can be aware about the different types of cement.
•
Company executives should visit the counter on weekly basis.
•
More improvement is required in the distribution network in the out skit and in the remote areas.SUGGESTIONS • ACC should come out with such an advertisement. because in the peak season the small dealers are taking goods twice or thrice and in between if the distributors could not supply them.
•
Executive should take the feedback from the dealers about the services of the salesman and distributors. which can block the customers mind and can change the customer’s perception about the product. • In the new market scenario price is considered as the main attribute of a product. which result company in increases sales.

construction and maintenance.e. ACC can provide expert advice on getting the best value from cement and offer assistance on related issues in civil construction projects. concrete and building construction and maintenance are regularly must be available for the benefit of the customers.
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. As far as ACC Sindri Cement works has got a brand name which is very popular among the consumers due to its good quality service chain.C. advertisement) in the opinion of dealers. one truck Company of any cement doesn’t accept less than 9 tones. Mode of transportation of cement by road is better one in the dealers whose shop is near to railway godown.Minimum order acceptance by every company is 9 tonnes i. JP does the maximum sales promotion (i. In Duopoly market cement product has 65% market share. ACC has begun offering its marketing expertise and distributaries facilities to other producers in cement and related areas. function as advisory bodies that can help customers. However a precondition of all such agreement is quality control supervision to be carried out by an ACC expert located at the franchisee’s plant. design. (A.From selling point of view ACC brand is no 1.C or about cement brand) produce facilities to his channel members such as provision for settlement of claims regarding quality. Manufacturer – Dealer – End-user Manufacturer – End-user Zero level is any possible when marketing department gives order to end-user to take their cement from manufacturing unit. The co. ACC is preferred because it is the market leader amongst the cement while JP is preferred due to market demand. less weight of packages and lumps formation of the product for a particular period of time. Its main competitor is Lafarge. Each of the regional Marketing offices has a customer services cell that is managed by qualified civil engineers. In addition to this. ACC also publish free booklet.e. which means that selling ACC brand cement is easier to other. These.CONCLUSION The conclusion of this project report is that ACC Limited Company & its product are the profitable not only in India but also in the whole world. make the right choice of cement for a specific area of application. Keeping pace with changing times and an ever-growing need for specialized services. Besides this. which profiles the latest information on concrete research. in addition to handling aftersales servicing. technical books/booklets on cement. But ACC does not give more advertisement to promote sales.

18) Do you get C D( Cash Discount):
Yes we get CD with 4 Rs. whatever the problem we present
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. / bag
19) Whether the company conduct dealers meet regularly: 18
1)
Yes (2) No
20) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? It is good.17) Your opinion about the company’s scheme The scheme is good. I am happy. discussions.

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. and it is a good cement. We have no complain for this.
Feedback: Quality should be good.It is solved.

of years dealing this cement : 8 years
290
9) Deals only : Ulratech Cement
10) Deals mostly only with:
1)
Wholesaler (2) Retailer (3) Direct Company
11) Why you prefer this Brand: Their was a reason that when I started the cement business. as it has its name but I did not got chance. So I started
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.7) What is the price:
Purchasing
Price
Selling Price
285 8) No. I wanted to do business with ACC Cement & Lafarge also.

to 5 Rs.16) Mention about this scheme whatever it provided: Gold and Gifts. right now in this year a tour to China.
17) Your opinion about the company’s scheme The scheme is good.
18)
Do you get CD(Cash Discount):
Yes we get CD with 4 Rs. I am very happy.
19) Whether the company conduct dealers meet regularly: 20 1) Yes (2) No
20)
If yes specify the frequency in which the meet were conducted:
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./ bag.

22) Feedback: It is very good cement.
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.1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? All types of solutions and good service. but one problem is that I am expecting slag cement and I want that company should deliever slag cement as it is customers demand also.

11) Why you prefer this Brand: Because it is a very good brand. overall it is a good brand and also demand. goodwill among the public and its quality and quantity is good. of quantity sales per month: 20 tons – 22 tons
13) Reason for selling cement:
1) Customer Acceptance 2) Increase profitability 3) Demand 4) All these
14) What is the mode of payment:
1) Cash (2) Credit (3) NEFT (4) RTGS
15) Does the company provide any scheme
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.
12) No.

12) No. of quantity sales per month:
500 tons
13) Reason for selling cement: 1)Customer Acceptance (2)Increase profitability 3)Demand 4)All these
14) What is the mode of payment:
1) Cash (2) Credit 3) both
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.10) Deals mostly only with:
1)Wholesaler (2) Retailer (3) Direct Company
11) Why you prefer this Brand: He has believe stick up with this company and the customer demand this brand and also his faith.

15) Does the company provide any scheme

1) Yes (2) No

16) Mention about this scheme whatever it provided: tour and gifts

17) Your opinion about the company’s scheme The scheme is good. I am happy and I am also satisfied with it.

6) Order & Demand power?
1)
Good (2) Very Good (3)
Average
7) What is the price:
Purchasing
Price
Selling Price 300 315 More than 10
Duraguard/PSC Concreto 8) No. of years dealing this cement : years. since 10 years
9) Deals only : Lafarge
10) Deals mostly only with:
1)
Wholesaler (2) Retailer (3) Direct Company
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.

tour and many gifts
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.11) Why you prefer this Brand: demand is the big factor
12) No. of quantity sales per month: 750 ton
13) Reason for selling cement:
1)
Customer Acceptance 2) Increase profitability 3) Demand 4)All these
14) What is the mode of payment:
1) Cash (2) Credit 3) both
15) Does the company provide any scheme
1)
Yes (2) No
16) Mention about this scheme whatever it provides: watch.

17) Your opinion about the company’s scheme the scheme is good
18)
Do you get C D( Cash Discount):
Yes we get CD with 4 Rs. / bag
19) Whether the company conduct dealers meet regularly: 23
1)
Yes (2) No
20)
If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
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.

how to sale more and more
22) Feedback: It is a very good company and we get no problem
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.21) What is your view about the meeting? We are happy with the meeting and we get more and more knowledge.

11) Why you prefer this Brand: Its marketing is good and shopkeeper says that it is very fresh . of quantity sales per month: 50 ton
13) Reason for selling cement:
1)Customer Acceptance 2)Increase profitability 3)Demand 4) All these
14) What is the mode of payment:
1) Cash (2) Credit (3) NEFT (4) RTGS
15) Does the company provide any scheme
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. It is a very good brand and it has its name
12) No.

19) Whether the company conduct dealers meet regularly: 24 1)Yes (2) No
20)
If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than Twice 4) Never
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.1)Yes (2) No
16) Mention about this scheme whatever it provides: watch. tour and many gifts
17) Your opinion about the company’s scheme the scheme is good
18)
Do you get C D
No sometimes we were getting with 2rs/ bag and now no CD.

21) What is your view about the meeting? No view
22) Feedback: He need s a scheme because he believes that the works very hard more than a dealer but he did not get any gift.
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. Many times dealer and company person has given assurance that they will provide scheme or any other facility but he never got any single things except cement.

it has its name. of quantity sales per month: 100 tons. i. good brand. customers are satisfied with it.13) Why you prefer this Brand: Its dispactch and delivery has no problem. dealer and retailor.
14) No. very old brand. for over many years ACC has made it nice relation in the market whether it is with customer. 2000 bags
15) Reason for selling cement: 1) Demand (2) Customers demand & acceptance (3) Increase profitability 4) All these
16) What is the mode of payment:
1)
Cash (2) Credit (3) both
17) Does the company provide any scheme
25
1) Yes
(2) No
18) Mention about this scheme whatever it provided:
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.e.

gifts. and it has provided me tour for holidays.
21) Whether the company conduct dealers meet regularly: 26 1) Yes (2) No
22)
If yes specify the frequency in which the meet were conducted: 1) Once in a year
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.The nane of the scheme is Lakshya.
19) Your opinion about the company’s scheme I am satisfied with the scheme.
19)
Do you get C D ( Cash Discount):
Yes we get CD with 4 Rs. to 5 Rs./ bag.

we get every knowledge of cement.
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. We are very happy with the meeting. delaers profit needs to be revised.. if any sort of problem we present it and every solution is solved andit is solved quickly .2) Twice in a year 3) More than twice
23) What is your view about the meeting?
We get solution after the meeting.
23) Feedback: It is very good cement and also very fresh. but marketing needs to be strengthened.

1) Cash (2) Credit (3) both
15) Does the company provide any scheme
27
1) Yes
(2) No
16) Mention about this scheme whatever it provided: Copy . pen
17) Your opinion about the company’s scheme I am not so happy with the scheme
18) Do you get C D ( Cash Discount):
no
19) Whether the company conduct dealers meet regularly:
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.

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.
22) Feedback:
less competition should be done. whether they are liking it or not.28
1)
Yes (2) No ( but contractor meeting)
19) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? In this meeting they (company) wants to know that what is the performance of cement and what is the view of audience. allover the view of audience.

17) Your opinion about the company’s scheme: I am very happy and the scheme is very good
18) Do you get C D ( Cash Discount):
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No
.1) Customer Acceptance (2) Increase profitability (3) Demand (4) All these
14) What is the mode of payment:
1)
Cash (2) Credit (3) both
15) Does the company provide any scheme
29
1) Yes U.T. silver coin) only in U.T)
(2) No
( but not in ACC and Jaypee. only in
16) Mention about this scheme whatever it provided:
By selling we get incentive commission (per bag 2rs.

we get time more to learn about the cement studying of cement. all the instructions are being given.
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.
22) Feedback: 3 cement ACC. U. and Jaypee these all are very good and excellent and their strength power is good as it sets very quickly.T.19) Whether the company conduct dealers meet regularly: 30
(a)
Yes (2) No
20)
If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? Every knowledge of cement.

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.14) What is the mode of payment:
1)
Cash (2) Credit (3) both
15) Does the company provide any scheme
31
1) Yes
(2) No
19) Whether the company conduct dealers meet regularly: 32
(b)
Yes (2) No
20) Feedback: It is a good cement . demand and also in budget. very nice and its also branded and about Durga Cement it is also good in both term term quality.

Wholesale Price / Purchasing Price
Retail Price / Selling Price Selling Price 320 8 years
Purchasing Price 312 8) No. when customer demands we not have to explain much about this cement and it is a branded cement. it is a very old company. they know that ACC is a very good cement as well as a very good company. It is certified.
12) No. customers know about it. of quantity sales per month: 150-180 ton. of years dealing this cement :
9) Deals only : ACC
10) Deals mostly only with:
1)
Wholesaler (2) Retailer (3) Direct Company
11) Why you prefer this Brand: Brand Loyality. It has its name.
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.

tours and gifts
17) Your opinion about the company’s scheme
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. and it has provided us gold.13) Reason for selling cement:
1)Customer Acceptance 2) Increase profitability 3)Demand 4) All these
14) What is the mode of payment:
1) Cash (2) Credit (3) both
15) Does the company provide any scheme:
1)
Yes (2) No
16) Mention about this scheme whatever it provides: The scheme name is Lakshya.

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. I am much satisfied with it.
18) Do you get C D
Yes we get CD with 4 Rs. whatever the problem we present It is solved. discussions. / bag
19) Whether the company conduct dealers meet regularly: 33 1) Yes (2) No
20) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? It is good.The scheme is good.

Kandra)
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.
Cement Market Survey at Dhanbad (Dealers/Retailers)
( Hatia Mor.. but only problem is that with Jaypee we have to face the competition because of its prize.22) Feedback: ACC is a very good cement.

4 Rs. and it has provided us gold (2-3 times).
19)
Do you get C D
Yes we get CD with 3 . tours and gifts
18) Your opinion about the company’s scheme The scheme is good.(1) Demand (2) increase profitability (3) Customer acceptance (4)All these
15) What is the mode of payment: 1) Cash (2) Credit (3) both
16) Does the company provide any scheme (1) Yes (2) No
17) Mention about this scheme whatever it provides: The scheme name is Lakshya. / bag
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. I am much satisfied with it.

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. discussions. problem with price updates. whatever the problem we present It is solved.
Feedback: ACC is a very good cement. but only problem is that with there is a communication gap .20) Whether the company conduct dealers meet regularly: 34 1) Yes (2) No
21) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
22) What is your view about the meeting? It is good.

of quantity sales per month: 100 ton
13)Reason for selling cement: (1) Demand (2) increase profitability (3) Customer acceptance (4) All these
14) What is the mode of payment: 1) Cash (2) Credit (3) both
15) Does the company provide any scheme (1) Yes (2) No
16) Mention about this scheme whatever it provides: The scheme name is Lakshya. tours (2times) and gifts
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. and it has provided us gold (2 times gold coins).11) Why you prefer this Brand: It is a very good brand and also very cement.
12) No.

4 Rs. / bag
19) Whether the company conduct dealers meet regularly:
1)Yes (2) No
20) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting?
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.17) Your opinion about the company’s scheme The scheme is good.
18) Do you get C D( Cash Discount):
Yes we get CD with 3 . I am much satisfied with it.

discussions. we get more to learn new things. but one request that their should be advertisement done.
Feedback: ACC is a very good cement.Lafarge
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.
22)
Competitor .It is good. whatever the problem we present It is solved. gifts should be given to customer so satisfaction should be given to both dealers and customers.

11) Why you prefer this Brand: Brand image . customer belief
12) No. tours
17) Your opinion about the company’s scheme
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. and it has provided us gold (2-3 times) received tours and gifts. of quantity sales per month: 300 ton
13)Reason for selling cement: (1) Demand (2) increase profitability (3) Customer acceptance (4) All these
14) What is the mode of payment: 1) Cash (2) Credit (3) both
15) Does the company provide any scheme (1) Yes (2) No
16) Mention about this scheme whatever it provides: The scheme name is Lakshya.

I am not satisfied with the scheme (Lakshya) because the points are not rewarded.
13) Do you get C D( Cash Discount):
Yes 70%
19) Whether the company conduct dealers meet regularly:
1) Yes (2) No
20)
If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? Solution not provided to problems
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.

they have faith in it.9) Deals only : ACC
10) Deals mostly only with:
1)Wholesaler (2) Retailer (3) Direct Company
11) Why you prefer this Brand: It is a good brand we don’t have to say anything to the customers because they deseve it. of quantity sales per month: 100 ton
13) Reason for selling cement: (1) Demand (2) increase profitability (3) Customer acceptance (4) All these
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.
12) No.

I am much satisfied with it as i got the gold coin of 10 gm.4 Rs. tours and gifts
17) Your opinion about the company’s scheme The scheme is good. and it has provided us gold (2-3 times).
18) Do you get C D
Yes we get CD with 3 .14) What is the mode of payment: 1) Cash (2) Credit (3) both
15) Does the company provide any scheme (1) Yes (2) No
16) Mention about this scheme whatever it provides: The scheme name is Lakshya. / bag
19) Whether the company conduct dealers meet regularly:
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.

35
1) Yes (2) No
20) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? When the meeting goes and whatever the problem comes we present those problems we get solutions. rate should be uniform among all the dealers.
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.
22) Feedback: very good cement excellent.
23) Complain : Problem with the price update.

11) Why you prefer this Brand: Both the brands are good and it depends on area. of quantity sales per month: 20-30 bags (ACC) and 60-70 bags (Durga Cement)
20)
Reason for selling cement: (1) Demand (2) increase profitability (3) Customer acceptance (4) All these
14) What is the mode of payment: 1) Cash (2) Credit (3) both
15) Does the company provide any scheme (1) Yes (2) No
16) Mention about this scheme whatever it provides: Mistri gift . the demand of the customer.
12) No. copy and pen
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.

at least little profit should be given to us.
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. so what dealers are getting. (both ACC & Durga Cement)
18)Do you get C D ( Cash Discount):
no
19) Feedback: we also want to be like dealers.k. so that we should be satisfied.17) Your opinion about the company’s scheme o.

fresh cement. satisfied.
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. foreign tour one time. India many times
17) Your opinion about the company’s scheme – good. of quantity sales per month:
18) Reason for selling cement: (1) Demand (2) increase profitability (3) Customer acceptance (4) All these
14) What is the mode of payment: 1) Cash (2) Credit (3) both
15) Does the company provide any scheme (1) Yes (2) No
16) Mention about this scheme whatever it provides: The scheme name is Lakshya and it provided me tours.11) Why you prefer this Brand: It is a good brand.
12) No.

21)What is your view about the meeting? Whenever any problem arises.
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.
22) Feedback: good excellent. we present those problem and our problem is solved. I am satisfied with the meeting.18) Whether the company conduct dealers meet regularly: Yes
19) if yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year. 3) More than twice.

12) No. It has good strength. quarterly discount. of quantity sales per month: 300 ton
20) Reason for selling cement: (1) Demand (2) increase profitability (3) Customer acceptance (4) All these
14) What is the mode of payment: 1) Cash (2) Credit (3) both
15) Does the company provide any scheme (1) Yes (2) No
16) Mention about this scheme whatever it provides: many schemes tours. cash.
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.very nice and I am satisfied as well as very happy. excellent.11) Why you prefer this Brand: It is a good brand. good result. Cash Discount
17) Your opinion about the company’s scheme . Quality Discount.

18)Do you get C D – yes. 4rs/ bag
19) Whether the company conduct dealers meet regularly: Yes 36 20) if yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year.
21)What is your view about the meeting? We get lot more to learn. any sort of problem is their we present in the meeting and we get the solution.
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.
22) Feedback: Good. new ideas. very good. 3) More than twice.

but in Konar I definitely received and I got outside tour break.14) What is the mode of payment:
1) Cash (2) Credit (3) both
15) Does the company provide any scheme
1)
Yes (2) No
16) Mention about this scheme whatever it provides: In Prism & Birla we haven’t had any scheme.
17) Your opinion about the company’s scheme: Good of Konark
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.

e.11) Why you prefer this Brand: It is a good cement and also demand which it matters. of quantity sales per month: 100 bags. 5 tons
13) Reason for selling cement:
1)Customer Acceptance 2) Increase profitability 3)Demand All these
14) What is the mode of payment:
1) Cash (2) Credit (3) bothe
15) Does the company provide any scheme
1) Yes (2) No
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. i.
12) No.

4rs. per bag
19) Whether the company conduct dealers meet regularly: 37 1) Yes (2) No
20) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than Twice 4) Never
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.
18) Do you get C D
Yes.
17) Your opinion about the company’s scheme the scheme is good.16) Mention about this scheme whatever it provides: Tours. gifts.

good strength.21) What is your view about the meeting? We are happy with the meeting.
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. we get know more about what is going in the cement industry.
22)
Feedback: no complain. since we are attending the meeting. we also get knowledge about the company launching new cement.

of quantity sales per month: 300 bags
13) Reason for selling cement:
1)Customer Acceptance 3)Demand 4)All these
2) Increase profitability
14) What is the mode of payment:
1) Cash (2) Credit 3) both
15) Does the company provide any scheme
1)
Yes (2) No
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.
12) No.11) Why you prefer this Brand: It is a good brand and it also gives credit facility.

16) Mention about this scheme whatever it provides:
17) Your opinion about the company’s scheme
21)
No. never
Do you get C D( Cash Discount):
19) Whether the company conduct dealers meet regularly: 38
20)
Yes (2) No
22) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than Twice 4) Never
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.

20) What is your view about the meeting?
21) Feedback: It is an immense pleasure to work with ACC Cement & I am totally satisfied with the services offered.
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.

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.18) If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than Twice
20) What is your view about the meeting?
The meetings should be held on a periodical basis & also the team should regularly interact with us.
21)
Feedback: It is a good brand.

I am happy and I am also satisfied with it.15) Does the company provide any scheme
1) Yes (2) No
16) Mention about this scheme whatever it provided: tour and gifts
17) Your opinion about the company’s scheme The scheme is good.
18) Do you get C D( Cash Discount):
Yes. 3rs/bag
19) Whether the company conduct dealers meet regularly: 40 1) Yes (2) No
20) If yes specify the frequency in which the meet were
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.

no problem.
Cement Market Survey at Dhanbad (Dealers/Retailers)
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. we discuss the matter related with the cement.conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? Get knowledge about company’s policy and other sectors.
22) Feedback: One feedback it is good.

17) Your opinion about the company’s scheme: I am very happy and the scheme is very good
18) Do you get C D ( Cash Discount):
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.discounts. tours.13) Reason for selling cement:
1) Customer Acceptance (2) Increase profitability (3) Demand (4) All these
14) What is the mode of payment:
1)
Cash (2) Credit (3) both
15) Does the company provide any scheme
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1) Yes
(2) No
16) Mention about this scheme whatever it provided:
Incentives. gifts .

new methods. very good
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22) Feedback – good excellent.____________________
19) Whether the company conduct dealers meet regularly: 42
(c)
Yes (2) No
20)
If yes specify the frequency in which the meet were conducted: 1) Once in a year 2) Twice in a year 3) More than twice
21) What is your view about the meeting? Every knowledge about cement. Knowledge and new ideas.

THANK YOU
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